June, 2005

B2B Lead Generation Blog: Website Landing Pages impact Lead Generation results

B2B Lead Generation Blog

Lead generation remains the top priority for B2B websites. As a result, most marketers are focused on improving their organic search engine visibility and trying to get top rankings via SEO. That's a good thing - but as many of us know

A Hummer at the Prom LOL

Smashmouth Marketing

Times have changed. When i went to the prom, it was in my dad's chrysler cordoba. My daughter Becca was in this 18 seat hummer painted like an american flag

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Backflip: A Dot-Com Survivor Story

WebMarketCentral

Hundreds (at least) of Web-based businesses were launched in the late 90's with a business model of giving away a cool tool or service while earning revenue through advertising. While a few of these have survived intact -- and a few more survived by radically changing their business models -- most have disappeared. One interesting survivor is Backflip.com. This is an online bookmark service, which I have found very useful in doing research, particularly for collaborative research projects.

B2B Lead Generation Blog: Word-of-mouth marketing gets BtoB people buzzing

B2B Lead Generation Blog

i just heard that i was quoted in btob magazine on word-of-mouth marketing (wom). richard karpinski wrote the piece which, from what i can tell, is one the the first articles on wom for b2b marketers

The Marketing Landscape: Where Data and Content Merge

Understand the importance of good data and good content and how they work together to help your marketing efforts.

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B2B Lead Generation Blog: Research confirms that B2B Companies Continue to Struggle with Lead Generation and Follow-up

B2B Lead Generation Blog

companies continue to struggle with effective lead generation and lead management according to a new report, "best practices in lead development," by siriusdecisions and knowledgestorm. the study found that, 58% of polled executives

B2B Lead Generation Blog: MarketingSherpas 10 Best Blogs for 2005: B2B Lead generation blog wins honorable mention again!

B2B Lead Generation Blog

blog2005honmention_1 two years in a row! the b2b lead generation blog once again receives honorable mention. a big thank you to everyone who voted! fellow revenue roundtable member, mike mclaughlin's blog, guerrilla consulting won in

B2B Lead Generation Blog: Why dont sales people update the CRM and what can be done about it?

B2B Lead Generation Blog

I spoke with a potential client about her company's lead management process. When I asked about her CRM and how frequently sales team updates their database. She replied flatly, “our sales team updates our CRM with varying degrees of

B2B Lead Generation Blog: Participate in MarketingSherpas IT Marketing Metrics Survey

B2B Lead Generation Blog

marketingsherpa just launched their 2nd annual it marketing metrics survey. this survey is focused exclusively on it marketers. i worked as an advisor to marketingsherpa's metrics editor, stefan tournquist on the project

Make No Mistake: How Worst-Practices Derail Successful ABM Efforts

This Quick Study Slide Show from Node identifies the common mistakes of ABM executions and offers practical advice to help teams avoid them.

B2B Lead Generation Blog: Process Mapping is an essential step to measuring Lead generation ROI

B2B Lead Generation Blog

It's been well documented that quality of collaboration between sales and marketing directly impacts ROI. The challenge that many organizations face is that their sales process is a black box. No one except the sales team knows what is

B2B Lead Generation Blog: Using thought leader content as a lead generation tool

B2B Lead Generation Blog

Demonstrating your expertise gives you an edge to combat commoditization by attracting more business and proactively building your reputation. This is especially important in generating postitive word of mouth (WOM) too

B2B Lead Generation Blog: Closing the loop to improve lead generation performance

B2B Lead Generation Blog

what's the power of closing-the-loop? a few years ago, i worked on a lead generation program with a client that launched a new product life cycle management (plm) software product. the product was expected to have an average sale of

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B2B Lead Generation Blog: Strategize to get more referral leads

B2B Lead Generation Blog

this article is a good reminder that our personal connections with our existing customers are an excellent source of future business via referrals. sell more - bizjournals.com - strategize to get more leads

Developing a Conversational Approach

Speaker: Carlos Hidalgo, CEO & Founder of VisumCx

B2B buyers are self-guiding their purchase journey, consuming more content along their purchase path and involving more stakeholders in the final decision. Therefore, it is necessary for B2B marketing teams to align to this purchase path and to the buying committees. This is not accomplished by creating more content or sending more communication, the key to success is establishing a conversation with your buyers that engages them in a meaningful dialogue and ultimately converts them to a customer.

B2B Lead Generation Blog: Lead Generation Execution

B2B Lead Generation Blog

susan getgood wrote a thoughtful post that offers some strategies and tactics for better lead generation execution

B2B Lead Generation Blog: A Lead Generation Fable

B2B Lead Generation Blog

oasis you are stranded in a desert. there is no civilization visible and worse still, you have no food or water. after three days of walking you are cramping up - overcome with exhaustion and dehydration

B2B Lead Generation Blog: Landing Page Handbook: How to Raise Conversions by 40%

B2B Lead Generation Blog

marketingsherpa released their landing page handbook: how to raise conversions. the handbook provides lab-tested data, samples from real-life campaigns and step-by-step guidelines on how to improve landing pages and convert more

B2B Lead Generation Blog: Glad to be back

B2B Lead Generation Blog

i must say that having 5-days of uninterrupted time to focus writing was great. i doubled in one week what i wrote in the previous four months. i just talked with my editor at mcgraw-hill and it sounds like my book, lead generation for

7 Common Marketing Mistakes and strategies to avoid them

This white paper addresses the 7 most common challenges marketers hit when marketing products, solutions, or services and offers proven advice on how to avoid these missteps and improve the success of your marketing efforts.

B2B Lead Generation Blog: Cold Calling Tips for the complex sale

B2B Lead Generation Blog

when used correctly, the phone is a powerful way to start and develop relationships. peter davidson at the beconnected blog pointed me to kevin stirtz's post on cold calling. thanks peter. kevin stirtz's post, how to make cold calling

B2B Lead Generation Blog: In defense of thought leadership

B2B Lead Generation Blog

trevor cook and david murray skewer the term "thought leadership" on their respective blogs. i agree with their arguments to a point. yes - people do abuse the term "thought leader" and it can be contrived and meaningless

B2B Lead Generation Blog: Bigger Budgets For Marketers Who Measure Lead Generation Effectiveness

B2B Lead Generation Blog

peter delegge's article on marketingtoday.com has a great headline, "senior execs say marketing budgets will rise 20%, jump 27% for companies that measure effectiveness." i liked this article because touches on two points that i've been

B2B Lead Generation Blog: Lead generation Blog on book writing break

B2B Lead Generation Blog

i'm heading to a cabin (in the minnesota wilderness) to unplug and focus on writing my book manuscript. i'll be back next week. don't forget to check out my archives and categories on the left sidebar

Seven Things Marketers Need to Know About Lead Generation

Speaker: Douglas Burdett, Host of The Marketing Book Podcast, Founder/Principal of ARTILLERY

If you are a marketer who needs to generate more high-quality leads that will turn into sales opportunities and revenue, register now for this special event that will show you how to get started and moving in a profitable direction.

B2B Lead Generation Blog: Lead generation modality map for complex sales

B2B Lead Generation Blog

i asked intouch client, cheryl hatlevig of adesso systems, to share her philosophy on doing lead generation for the complex sale. she has a brilliant perspective that i wanted to share. "i i look at our lead generation efforts

B2B Lead Generation Blog: Paper Direct Mail is Not Dead

B2B Lead Generation Blog

jim logan tells us why paper direct mail is not dead. jim also shares ideas on how to leverage direct mail and combine it with other lead generation modalities to capture a higher response rate. you don't need to spend a ton of money on

B2B Lead Generation Blog: Revised Lead generation strategy map for complex sales

B2B Lead Generation Blog

to be successful at generating leads for a complex sale, marketers can't rely on one specific tactic but rather they need to leverage a portfolio of tactics. it begins with a mindset that see lead generation as an ongoing conversation

B2B Lead Generation Blog: Should blogs and RSS be a part of your lead generation strategy?

B2B Lead Generation Blog

scoble's link blog pointed me to this interesting article by pheedo's bill flitter, "a sound case to include blogs and rss in your marketing mix." flitter writes, "i've listed below the more popular on-line lead generation techniques

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

B2B Lead Generation Blog: Small companies blogging for leads while big companies watch

B2B Lead Generation Blog

Rick Bruner wonders how many Fortune 500 companies have external blogs - maybe 3% to 6%? Ensight's Jeremy Wright puts the number somewhere around 10% to 20%. Why so few? Big companies are big targets. As a result, they must to deal with

B2B Lead Generation Blog: Better lead management leads to bigger marketing budgets

B2B Lead Generation Blog

marketing sherpa: how to get a bigger marketing budget approved: 5 steps in 6 months (includes b-to-b search ad tips). okay - i'll give you my vignette: these marketers managed their leads really well. they measured their response

Briefly: The MIT Blogging Survey, Blog Submission

WebMarketCentral

A group at MIT is conducting a survey of bloggers. I just completed it, takes about 10 minutes. It's an intriguing set of questions, and it will be interesting to see the results when posted in early July. The larger the sample they receive, the better their results will be, so if you've got a few minutes to devote to the study of blogging, click the image.

What Tone Does Your Web Site Set?

WebMarketCentral

Your Web site is often one of the first places where your prospects will form an impression of your company. What you say on your home page is critical, but how you say it is equally important. Your home page should clearly communicate three things: - What your company does - Why you're the best (i.e. why I should want to do business with you) - What you'd like me – a visitor to your site – to do next (e.g.

9 Experts Rethinking Demand Generation

How to strategically target your content and lead generation campaigns to disrupt the status quo and facilitate the sale.